Brilliant Selling, 3rd Edition

Brilliant Selling, 3rd Edition

by Tom Bird, Jeremy Cassell
Released December 2021
Publisher(s): Pearson Education
ISBN: 9781292139036

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Book description

Jeremy Cassell has worked as a freelance trainer for 12 years. Before that he was National Training Manager for L’Oreal and National Sales Training Manager for Walker’s, part of Pepsi. Before entering the business world, he gained experience in teaching English and history. He has worked as a TEFL teacher and is an NLP Master Practitioner and trainer.

Tom Bird's business career stretches over 20 years and spans sales and sales management as well as personal development and performance improvement. He is a director of RTP and has been involved professionally in developing people to realise more of their potential since 2000. To supplement his business experience Tom qualified as a Master Practitioner of NLP (the study of modelling success) and achieved a Post Graduate Diploma in Coaching and Development.

Table of contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Contents
  5. About the authors
  6. Foreword to the third edition, by Philip Jansen, CEO of BT
  7. Author’s acknowledgements
  8. Publisher’s acknowledgement
  9. Introduction to the third edition
  10. Part 1 The process of selling
    1. 1. The sales process
    2. 2. Planning for success
    3. 3. Pre-suasion
    4. 4. Effective time and self-management
    5. 5. Managing sales information
  11. Part 2 Understanding buyers and the buying environment
    1. 6. The new process of procurement
    2. 7. Prospecting with purpose
    3. 8. Asking the right questions to identify what the prospect wants and needs
    4. 9. Unprejudiced listening
  12. Part 3 Your role as a salesperson
    1. 10. The evidence about top salespeople and personality types
    2. 11. Mind-sets of Brilliant Salespeople
    3. 12. Social selling
    4. 13. Goals, targets and the focus on performance
    5. 14. Continuous self-improvement
  13. Part 4 Your power to influence
    1. 15. Emotional intelligence
    2. 16. The C3 Model of Influencing™
    3. 17. Confidence
    4. 18. Credibility
    5. 19. Connection
  14. Part 5 Presenting solutions
    1. 20. Appealing to the customer
    2. 21. Writing great sales proposals
    3. 22. Preparing winning pitches
    4. 23. Persuasive delivery
    5. 24. Making the most of objections
    6. 25. Negotiating collaboratively
    7. 26. Securing commitment
  15. Part 6 Developing and managing customers
    1. 27. The value of a customer
    2. 28. Managing the relationship and the road to trusted advisor
    3. 29. What to do when things go wrong in a commercial relationship
  16. Part 7 Management of a sales team
    1. 30. Your management of a sales team
    2. 31. Maximising performance through coaching
    3. 32. Effective meeting management
  17. Your brilliant future
  18. Index

Product information

  • Title: Brilliant Selling, 3rd Edition
  • Author(s): Tom Bird, Jeremy Cassell
  • Release date: December 2021
  • Publisher(s): Pearson Education
  • ISBN: 9781292139036